Evaluate sales performance with territory management

Evaluate Sales Performance with Territory Management
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It gives access to the Sales reps based on a certain criteria say revenue or geographical
boundaries, so that well-balanced territories are created for the benefit of the sales team.
This way the expectations of the sales reps are met such as market potential. It helps to
grant access to accounts based on certain characteristics.
In the Enterprise Territory Management, the enterprises are able to set and test the
territory model, before implementing the some. Moreover, it allows to use assignments
to accounts and opportunities. It has the ability to generate reports that can assess the
effectiveness of territories.
What is Territory Management?

The following can be done with Territory Management:
● Enable Territory Management
● Create a Territory
● Set Assignment Rules
What can be done with Territory Management?

To enable Territory Management,
● The user needs to type Territory in the
Quick Find Box and then Select
Territory Settings from Setup
● Enable Territory Management
● Accept the Default settings by clicking
on Save
Enable Territory Management

Territory Type helps user to group Territory.
Take the following steps to create a Territory
Type:
● Type Territory in quick find box and
select Territory Types.
● Now click on New territory Type
button.
● Enter a label, description and Specify a
priority for Territory Type.
Create a Territory Type

Territory Model used to create multiple territory
structures. Also this model connects territories,
user assignment and account assignments.
Take the following steps to create a Territory
Model Record:
● Enter Territory in quick find box and then
select Territory Models.
● Click on new Territory Model button.
● Enter a label and description for the model.
● Click on save.
Create a Territory Model

Before a user can create a hierarchy of
territories, first the territories have to be
created. Let us find how.
Take the following steps to create a Territory.
● Start from Setup and type Territory in
the Quick Find Box and then Select
Territory Model - > View Hierarchy.
● Click Territory, next to Current Fiscal
Year as shown in the below diagram.
Create a Territory

● On the New Territory Page, enter the
label name of the territory as Northern
California and the named account
territory type is selected.
● Enter a suitable description say
Accounts in Northern California.
Create a Territory

● Repeat the above steps to create a Southern California Territory and both the above
territories appear as a hierarchy as shown in the below diagram.
Create a Territory
Hierarchy

Accounts can be assigned to territories, either manually or through the Assignment rules.
The following steps are to be taken to define assignment rules for account.
What is a Rule?
Rule defines one or more characteristics to define a territory, Then Territory
Management allows the user to assign accounts with the same characteristics to a
territory. It all depends on the state in which the account
Is whether Planning or an Active State. When the account is in the Planning state, then
only preview account assignments can be done while running the rules, But, when the
accounts are in active state, then accounts are assigned to territories, based on your rules.
Rules work within territories and child territories.
Set Assignment Rules

Now, we will find out how to define rules Assignment Rules. Take the following steps to
create and run an assignment rule. These are:
● From the Territory Models page in Setup, open the Current Fiscal Year territory
model by clicking View Hierarchy.
● Open the Northern California territory.
● Territory related list has the Assignment Rules. Click New.
● On the rule edit page, enter Northern California Zip Code as <rule name>.
Create and Run Assignment Rules

● For the selection
criteria, enter
Account: Billing
Zip/Postal Code,
greater or equal,
and enter 94000.
Create and Run Assignment Rules

The benefits of Territory Management are:
● Enable complex sales structure by increasing sales. While changing sales
structures, it gives insights to make informed decisions.
● Multiple forecasts per sales rep based on territory membership.
● Generate Territory wise Sales Reports.
● Transfer sales reps between territories.
● Create Workload balance for managing accounts in a given territory. Ensure that
territories are working at fullest workload balance and potential so that sales reps
are working at full capacity.
Benefits of Territory Management

THANK YOU

Evaluate sales performance with territory management

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